Sales Training To Grow People. And Grow Businesses
From the category archives:
Don Hewitt, the Executive Producer of 60 Minutes for 37 years died last week.
A stirring salute was done on 60 Minutes last night, but here is my “two lesson” version.
My lessons were:
Lesson 1) Tell Stories
That was his motto–”Tell me a story.” That was all 60 Minutes was–stories. I love this because every sales professional should [...]
{ 0 comments }
They probably don’t. We’ve known for decades that “sales people lie.” I know you don’t (no one every admits to it), but prospects THINK you do. And of course, we know prospects lie.
Seth Godin’s blog this weekend about Vague Claims was about the realtor who advertises “Top 10 Realtors In Nation.” He maintains, if you [...]
{ 1 comment }
A friend of mine is considering getting out of the real estate sales market. He’s tired of the ups/downs. Don’t blame him.
So he’s been looking at other sales opportunities. One came a long–a large company that does high-end Handyman work. They needed a sales person so he sent his resume. He thought he’d be good [...]
{ 3 comments }
You don’t know this but Joe Kelner is your competition. Well, to be fair, Joe is just graduating from high school—but four years from now he’ll be competing for your job.
And lest you think all Gen-Y’ers are slackers, Joe will surprise you.
Here’s the story.
Joe is our media intern at Caskey. He started when he was [...]
{ 0 comments }
[This is the second in a two-part series on selling to the military. Todd Rogers is our guest blogger today. Todd is a recruiter in a fascinating field—science and defense contracting. His thoughts and experience can be of great help to ALL B2B salespeople.]
In the last post, I focused on how it works when the [...]
{ 0 comments }
The first of a two part series on selling to the military.
[As part of our Guest Blogger series, Todd Rogers—not the volleyball player—has agreed to contribute. Todd is a recruiter in a fascinating field—science and defense contractors. He shares his observations of how we can all learn from the BIG defense contracts and how they’re [...]
{ 1 comment }
Warren Buffet appeared on the Today Show this morning. He made a very concise, profound comment — as he always does. Here are his words:
“Lack of clarity leads to confusion. Confusion leads to fear. And fear leads to inaction.”
Now, of course, he was talking about the economy in general and the ineffectiveness of the President’s [...]
{ 9 comments }
With all this talk about the country being in a recession, it has brought back memories of my own “personal recession.” The funny thing is I look back on it with fondness, not scarcity or fear.
It all started when I took the giant leap to follow my passion and come to work with Bill Caskey [...]
{ 10 comments }
We get this question a lot–and have for the last year. What people are really saying is that their current sales strategy isn’t working so well–and do we need to change it?
Yes.
Not sure how more direct to be. The reason I know your sales strategy is off-track is your closing percentage. It’s rare for a [...]
{ 1 comment }
I am working with a CEO during a time of transition in his company. He is the new leader. Recently, he had a presentation in front of his entire team (the first time he addressed them in his new position), and we talked about the value of stories. Prior to our meeting he was intending [...]
{ 0 comments }